Two lawyers working in the same city.
- Lawyer 1 meets with the client, gathers information, drafts a separation agreement, and then meets with the client to discuss the agreement. The lawyer then negotiates with opposing counsel, edits the agreement, and negotiates some more. Finally, the lawyer meets with the client to execute the document. Case closed.
- Lawyer 2 does the same things: meets with the client, gathers information, drafts a separation agreement, and then meets with the client to discuss the agreement. The lawyer then negotiates with opposing counsel, edits the agreement, and negotiates some more. Finally, the lawyer meets with the client to execute the document. Case closed.
Identical work, similar office space, similar clients.
Lawyer 1 is paid $3,000 for the entire process.
Lawyer 2 is paid $10,000.
Why the Difference?
First off, let’s agree that both attorneys created similar value for their client. Assume, for purposes of our discussion, that they reached similar agreements with similar results. The outcome of both representations was nearly identical.
So what’s the difference?
The difference is that one attorney believed in the value she was creating for her client. The other attorney didn’t.
Confidence Matters.
If you think you’re not worth it, if you think it’s no big deal to do what you do, if you think you’re no different than the next guy, and if you don’t truly believe that you’re creating more value than your competitors, then you’re the $3,000 lawyer.
If, however, you believe in you and your ability to add value to the process, then you’re worth more. If you believe your presence matters, if you believe you do it differently—better—than the next guy, and if you believe you’re worth paying for, then you’re the $10,000 lawyer.
Those doubts you have, those feelings you feel even when you tell yourself you’re worth more, that’s what’s making it tough to charge what you’re worth. That’s what’s causing you to pull your punches, hold back, and be fearless about communicating what you bring to the table.
You’re meeting with a prospective client today. Which lawyer are you going to be?
